Bachelor's degree in Business, Hospitality, or related field; MBA preferred.
5+ years of hotel sales experience, including 2+ years in a multi-property or corporate role.
Experience specifically with IHG-branded hotels is essential.
Strong knowledge of IHG sales systems and brand standards.
Exceptional leadership and communication skills for team development.
A proven history of exceeding revenue goals and managing complex sales strategies.
Willingness to travel regularly (30-50%) to train and support hotel teams.
Responsibilities
Develop and execute sales strategies aligned with company goals and IHG brand objectives.
Lead and mentor sales teams at property level across the hotel portfolio.
Analyze market trends and sales performance to identify growth opportunities.
Ensure deployment of sales strategies across all market segments.
Manage key accounts and support new business development initiatives.
Collaborate with marketing and revenue management for optimal promotional efforts.
Conduct quarterly and annual performance reviews with relevant stakeholders.
Train hotel sales teams on IHG systems and serve as the corporate liaison.
Regularly travel to properties for support and audits of sales initiatives.
Benefits
Comprehensive health, dental, and vision insurance.
401(k) with company match.
Sick pay and paid holidays.
Hotel discounts across IHG and company-managed properties.
Career development opportunities within a growing organization.
Full Job Description
The Director of Sales is responsible for developing and executing the overall sales strategy for a portfolio of IHG-branded hotels. This strategic leader will guide on-property sales teams, drive top-line revenue growth, ensure compliance with IHG brand standards, and foster strong relationships with key corporate and group clients. The ideal candidate brings deep knowledge of IHG systems, a proven sales leadership track record, and a hands-on, collaborative approach.
Key Responsibilities
Develop and execute sales strategies that align with overall company goals and IHG brand objectives.
Provide leadership and mentorship to property-level Directors of Sales and sales teams across the portfolio.
Analyze sales performance data, market trends, and competitor insights to identify opportunities and areas for improvement.
Ensure sales strategies are effectively deployed across all segments: corporate transient, group, SMERF, government, and extended stay (as applicable).
Oversee key account management, including national and regional accounts, and support the development of new business opportunities.
Collaborate with revenue management and marketing teams to optimize pricing, positioning, and promotional efforts.
Lead quarterly and annual sales planning and performance reviews with stakeholders.
Ensure effective use and training on IHG systems including Merlin, Delphi.fdc, SalesPro, and HotelKey.
Serve as the primary liaison between hotel sales teams and IHG corporate sales support when appropriate.
Travel to properties regularly to support, train, and audit local sales initiatives.
Qualifications
Bachelor's degree in Business, Hospitality, or related field required; MBA or similar advanced degree preferred.
5+ years of progressive hotel sales experience, with at least 2 years in a multi-property or corporate-level role.
Prior experience working with IHG-branded hotels is required.
Strong understanding of IHG sales systems, programs, and brand standards.
Exceptional leadership, communication, and team development skills.
Proven track record of exceeding revenue goals and managing complex sales strategies.
Ability to travel regularly (30-50%) to support hotel teams and attend industry events.
What We Offer
Competitive base salary
Comprehensive health, dental, and vision insurance
401(k) with company match
Sick Pay and paid holidays
Hotel discounts across IHG and company-managed properties
Career development opportunities within a growing organization
Join Our Team
If you're a strategic sales leader with deep IHG experience and a passion for growing hotel performance, we invite you to help us shape the future of our brand and business.
Please visit our careers page to see more job opportunities.
About IHG
InterContinental Hotels Group (IHG) is a British multinational hospitality company that operates a portfolio of hotel brands, including InterContinental, Crowne Plaza, Holiday Inn, and Kimpton Hotels & Restaurants. The company was founded in 2003 as a result of the merger between British hotel company Six Continents and the hotel and restaurant business of the American conglomerate Bass. IHG is headquartered in Denham, England, and has operations in more than 100 countries. The company's brands cater to a range of travelers, from budget-conscious to luxury-seeking.
